Most mutual fund distributors rarely ask themselves these questions.

They focus on managing client portfolios. They think about returns, AUM growth, and new clients. But very few take the time to step back and ask—what is my business really worth?

That’s where the real conversation begins.

If you are an MFD, pause for a moment and ask yourself this: How much is my business worth?

You might think it’s about the revenue you generate today. The commissions you earn. The assets you manage. But your business is more than that. Its true worth lies in its ability to survive, grow, and thrive—beyond you.

The next question is even more important. What are you doing to increase the value of your business?

Many MFDs don’t realize that small changes in growth rates can create a massive impact. A 1% increase in organic growth rate can increase the value of your business by 7%. That’s the power of organic growth. 

But how many distributors think like this? Most are just running on a treadmill—always moving, always working, yet not always building something of lasting value.

Then comes the uncomfortable question: Who will buy your business?

Most MFDs assume they will just pass it on. Maybe to a family member. Maybe to a junior. Maybe to a buyer they’ll find when the time is right. But here’s the problem—most businesses don’t sell the way their owners think they will.

Large firms are bought and sold regularly but when it comes to smaller firms it’s an entirely different point (this is so important that it warrants a post of its own). 

Buyers don’t just pay for AUM. They pay for systems. They pay for processes. They pay for teams. They pay for businesses that can function without the founder.

So, ask yourself: Have you built something that a buyer would want? Or have you just created a well-paying job for yourself?

The next big question is about protection. How are you protecting the value of your business?

What happens if something happens to you? 

Who takes care of your clients? 

Who ensures that the relationships you’ve nurtured for decades don’t vanish overnight?

The best MFDs don’t just grow their business. They protect it. They ensure continuity. They have backup plans. They build teams. They put systems in place.

Finally, what comes next for you?

Most MFDs don’t think about this until it’s too late. They assume they’ll just keep working. That they’ll know when to stop. But time moves fast. And waiting too long to answer this question can cost you.

Do you want to keep growing? Do you want to exit? Do you want to transition into a different role?

These are not easy questions. But they are necessary.

Your business is more than just numbers. It’s a living entity. It has potential. It has value. But only if you actively work to build, protect, and grow it.

The best MFDs are not just great at selling investments. They are great at building businesses. They are great at creating long-term value.

And that starts by asking the right questions.